Insight
From RFQ to Production: What European Companies Should Validate When Selecting an Asian OEM
A practical framework for evaluating manufacturers in China and Taiwan from sourcing specifications and RFQs through samples, validation, and production.
Finding a manufacturer is not the same as finding the right manufacturer
Finding potential Asian manufacturers is relatively easy. Finding a manufacturer that fits a specific product and commercial requirement is harder.
A supplier may provide an attractive quotation and still prove to be a poor fit once sampling, engineering changes, or production begin.
For European companies sourcing from China or Taiwan, supplier qualification should therefore begin before the RFQ is sent.
1. Define the requirement clearly
An RFQ is useful only when suppliers are quoting against sufficiently comparable requirements.
Before approaching manufacturers, the buyer should define as much as possible:
- product specifications
- materials
- dimensions and tolerances
- expected production volumes
- required manufacturing processes
- packaging requirements
- sample or prototype expectations
- relevant quality requirements
- expected production timeline
For an existing product, drawings, BOMs, specifications, or reference samples may provide much of this information.
For a new product, the sourcing specification may continue to evolve as manufacturers provide technical feedback.
2. Select suppliers for capability, not only category
Two factories listed under the same manufacturing category can have very different capabilities.
A suitable supplier needs to match the actual project.
Relevant factors can include:
- experience with the required manufacturing process
- equipment and production capability
- material experience
- engineering support
- typical customer and order size
- quality-control processes
- communication capability
- willingness to support development and sampling
The lowest quotation has limited value if the supplier is poorly matched to the project.
3. Make RFQs comparable
If different suppliers interpret the requirement differently, their quotations cannot be compared properly.
One supplier may include tooling, packaging, or secondary processing while another excludes them.
Material grades may differ. Minimum order quantities, lead times, and commercial assumptions may also vary.
Technical and commercial clarification should therefore happen before a shortlist is based primarily on price.
The objective is not simply to collect quotations. It is to understand what each quotation actually represents.
4. Use samples and prototypes as validation
A supplier presentation tells you what a company says it can do.
A sample or prototype begins to show what it can actually deliver for the project.
This stage can reveal:
- misunderstanding of specifications
- manufacturing limitations
- communication problems
- material substitutions
- surface or dimensional issues
- unrealistic cost assumptions
- areas requiring design adjustment
For new products, several iterations may be normal.
The objective is to identify these issues before commercial production.
5. Evaluate communication during development
Communication is itself part of supplier capability.
During sampling and development, attention should be paid to how the manufacturer handles:
- technical questions
- unclear specifications
- engineering changes
- manufacturing problems
- deadlines
- documentation
A supplier that communicates effectively during sales but poorly once technical work begins can create substantial problems later.
6. Validate the transition to production
A successful prototype is not the end of supplier qualification.
Before production, both sides should have a clear understanding of the approved specification and any changes made during development.
The transition should establish a stable reference for repeat production.
Depending on the product, this can include approved samples, drawings, BOM revisions, material specifications, and agreed quality requirements.
Sourcing is a qualification process
Asian sourcing should not be reduced to:
Send RFQ → compare prices → choose factory
A more robust process is:
Requirement → supplier qualification → RFQ → sample/prototype → validation → production
SannEco supports European companies through this process by identifying suitable manufacturers in China and Taiwan, coordinating technical and commercial clarification, and supporting the transition from initial requirement toward production.
The objective is not to produce the longest supplier list.
It is to narrow the market to manufacturers that can realistically execute the project.